Director, Head of AI Sales, Australia & New Zealand, AWS

AWS is changing how enterprise customers get work done through AI. Our suite of AI products and services puts specialized agentic capabilities in the hands of every knowledge worker — business users, BI analysts, product managers, developers, and supply chain analysts, so they can pull insights from their data and move faster on the work that matters. We’re looking for a sales leader to build and own the go-to-market for AWS AI products across Australia and New Zealand (ANZ). You’ll identify new industry and vertical opportunities, shape how we take AI-powered solutions to market and help customers work smarter with their organisation’s collective knowledge, all backed by AWS’s enterprise-grade security. This is a role where you’ll define the playbook, not inherit one. Leadership Expectations The successful candidate will demonstrate the ability to define and execute a successful Go-To-Market strategy for AWS in a rapidly evolving AI landscape, lead through others by building and empowering high‑performing sales teams and exhibit strategic thinking that balances short‑term execution with long‑term vision. They must show a track record of building sustainable sales organizations that scale, making data‑driven decisions while maintaining focus on customer impact, and possess the backbone to advocate for customer priorities and push for AI adoption. Success requires exceptional relationship‑building skills to influence stakeholders across the organization and partner closely with Product and Engineering teams to champion customer needs, translating real‑world feedback into actionable solutions. Above all, this leader must be genuinely excited about AI opportunities and inspire that same enthusiasm in their team and customers. Key responsibilities • Lead a talented team of sales specialists, business development leaders, and solution architects to accelerate AI adoption on AWS across ANZ. • Drive the vision, strategies, and execution for field teams to establish AWS as the leading enterprise AI provider and engage business and technical decision‑makers. • Create new use cases that showcase AI capabilities across industries and inspire teams and customers to embrace their transformative possibilities. • Drive multiple complex sales programs to meet adoption goals, working side‑by‑side with AWS account teams that manage direct customer relationships. • Use technical acumen to understand AWS AI capabilities in detail and present them as business value to multiple personas. • Create the operating model for successful enterprise‑wide AI adoption and long‑term customer success. • Hire and develop the best sales talent to drive AWS AI growth and innovation across the ANZ market. Basic Qualifications • 15+ years of relevant sales and business development experience in cloud and AI technology with a proven track record of building new businesses and driving adoption of innovative technologies at scale. • A credible passion and excitement for AI opportunities and deep understanding of how AI technologies transform enterprises. • Accomplished enterprise sales leader with experience managing complex customer and partner relationships while building a high‑performing sales organization. • Strategic Vision and Revenue Impact: Track record of implementing enterprise‑wide AI initiatives, exceeding revenue targets, and driving measurable business outcomes. • Technical background with exceptional communication skills to articulate the business value of AI solutions to both business and technical audiences at all levels. • Proven ability to build executive relationships, best‑in‑class public speaking and media presence, and experience in enterprise software sales cycles and change management. Preferred Qualifications • Experience selling and implementing enterprise‑wide AI initiatives. • Deep understanding of AI products and services. • Technical background in computer science or related fields. • Proven and credible public speaking and media presence. • Experience with complex enterprise software sales cycles and change management. • Passion for AI innovation and ability to inspire others about AI opportunities. • Experience operating in the ANZ market with established enterprise relationships across the region. Equal Employment Opportunity Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner. #J-18808-Ljbffr